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The idea that of promoting and handling relationships with buyers and different curiosity teams is on the center of selling this day. within the educational global, the subject is roofed in particular concerns published by way of quite a few journals (e. g. magazine of the Academy of selling technological know-how, magazine of Strategic advertising and marketing, Psychology & Marketing), and meetings and convention periods frequently talk about some great benefits of the technique.

Causal research questions: • Will our customers buy more of our product in a new package format? • Which of two proposed advertising campaigns will be more effective? • Does our latest advertising campaign convince our customers that our product is safe if used as directed?

Sales As every Internet marketer knows, it’s insufficient to simply attract customers; you also must make the sale. Without accurate sales forecasts, it’s impossible to set appropriate production levels. The better you understand which factors influence sales, the more accurate your predictions of future sales. Suppose, for example, you’ve been selling a successful regional beer for almost 15 years. Now you want to start selling your beer nationally. However, you’re uncertain whether your beer can compete with national brands.

Does our advertising compliment our couponing and other temporary price-reduction efforts? ✓ Are our ads effective in attracting new customers and retaining current customers? ✓ Should we start placing ads online or should we continue to spend most of our promotional dollars on radio and newspaper ads? Say, for example, you own a store that sells prerecorded movies and music. Unfortunately, an economic downturn has hurt your sales, so you have excess inventory that you need to unload. You know that consumers generally spend more on bundles of goods; for example, they’d prefer to buy a bundle of five CDs by a popular artist rather than three individual CDs.